“How To Get On A GSA Schedule” as of 30Jan17

Agenda Dear Prospective Offerors (Intro) Is GSA Right For You? Getting Started, etc. Identify Your Competitors Yes! I Want to Submit an Offer No, I Do Not Want to Submit an Offer Right Now  What Other Options Do I Have for Federal Business? Attachment A compares GSA MAS names and total sales for Fiscal Years 12-16 Attachment B lists GSA MAS solicitation numbers Resources We start with how the GSA establishes Multiple Award Schedule contracts and also include a brief reminder of the contracting options within an MAS – very useful background information that helps you to use these contracts to accomplish your mission. After our brief background review we will explore the most efficient market research methods when using our three e-tools GSAadvantage, eLibrary and eBuy to query the MAS world.

Dear Prospective Offerors Cont’ First – we appreciate your interest in the GSA Multiple Award Schedules (MAS) and other GSA programs GSA awards to thousands of commercial firms each year MAS program is designed to enable federal agencies to purchase commercial products/services quickly, efficiently and @ fair and reasonable prices while complying with the Federal Acquisition Regulation (FAR) when “easy-to-use” procedures are followed Discuss specifics of GSA schedules, why schedules are so advantageous for being utilized by the government, etc.

Dear Prospective Offerors Cont’ Other potential GSA Solutions to be considered other than GSA schedules: OASIS & OASIS SB IDIQ’s (7 Pools for each category) Federal Strategic Sourcing Initiatives (FSSI) Office Solutions 3 (OS3) (4 CLINs) GSA Technology contracts (IT-70, GWAC’s & Network Service’s) (9 fields) See following slides… Discuss other potential GSA solutions to vendors if GSA schedules is not their main choice…

Gsa.gov portal Click on the acquisition tab, move your cursor to small business and review all areas in the middle: Is GSA Right For You? Get Started Choose How To Sell To GSA Pursue & Win Business Maintain & Renew Your Contract Resources & Training

Is GSA Right For You? - Discuss what the vendors need to offer GSA.

Is GSA Right For You? - Discuss that GSA requires vendors have at least 2 years minimum business experience and show revenue of at least $25K per year…discuss in-depth

Discuss how GSA Small Business is available to help Discuss the different programs via GSA Small Business Discuss hyperlinks

Get Started - Discuss what is available for all vendors to review and utilize for gaining business

Understanding the different solutions available via GSA Discuss the 3 classes that a vendor must take and complete for getting on a GSA schedule

- Discuss getting your business registered and the basic requirements

Choose How To Sell To GSA - partnering

Choose How To Sell To GSA - partnering mentoring, CTA and JV’s - discuss GSA Small Business options above Discuss GSA schedules

Discuss GWAC’s and what they are IT contracts set-aside for Small Businesses as other GSA solutions to utilize if GSA schedules do not work for each vendor

Find & Pursue Government Contracts You have been awarded a GSA schedule Finding business, etc

Find & Pursue Government Contracts - Discuss other options via GSA as listed

Maintain & Renew Your Contract Sales IFF Inspections Reg/Certs up to date VSC Pricelists Contract Policies and Obligations

Resources & Training - Discuss options

Resources & Training - Discuss options

Dear Prospective Offerors Cont’ Attachment A: shows FY11-16 sales for all GSA MAS Next, to participate offerors must identify which schedules are applicable for the products/services they are offering To assist review the following websites: www.gsaelibrary.gsa.gov www.FedBizOpps.gov www.gsa.gov/schedules See attachment A report for FY11-FY16 totals What schedules apply to each vendor and how to locate them

Attachment A: FY11 – 16 GSA MAS Sales Total Sales: $38,591,532,579.00 Total Sales: $37,469,603,822.00 Total Sales: $34,816,300,621.00 Total Sales: $32,842,659,165.00 Total Sales: $32,999,814,317.00 Total Sales: $31,786,345,753.00 Total Records: 32 Total Records: 33 Total Records:33 FY11-FY16 GSA MAS Sales

Quick look at the GSA schedules

Quick look at the GSA schedules

Quick look at the GSA Strategic Sourcing BPA’s available to vendor

Quick look at the GSA Technology Contracts available

Quick look at the OASIS program

Quick look at the OASIS Small Business program

Quick look at the Office Supply 3 FSSI BPA available via Air Force contracts

Dear Prospective Offerors Cont’ Once you identified the right schedule for your products/services you must read and understand the solicitation posted via FedBizOps.gov The solicitation, including the clauses become the contract upon final negotiation and signature A critical success factor for each contractor is compliance w/terms and conditions of the negotiated contract - Review FBO once you know the schedule you are interested in applying for.

Solicitation Number: FCIS-JB-980001-B Schedule Programs: General Purpose Commercial Information Technology Equipment, Software, and Services  Schedule 70 *Accepts eOffer Solicitation Number: FCIS-JB-980001-B Point of Contact: (703) 605-2700, IT Customer Service @ it.center@gsa.gov - GSA IT Schedule 70 information

FBO link for GSA IT Schedule 70 open solicitation Look at and review all tabs, attachments, etc Print off entire package and read/review Make nots, write down questions, etc for when you visit with the local PTAC rep

Dear Prospective Offerors Cont’ NOTE: One of the most important things you need to understand is that a GSA MAS contract is not a guarantee of future sales. GSA MAS program is optional for federal agencies Competition is required for orders exceeding the micro-purchase threshold ($3.5K) (FAR Part 8.4) GSA MAS program helps reduce acquisition lead time and provides a wide selection of state-of-the-art commercial products and services GSA MAS is not a guarantee of future sales Micro-purchase threshold MAS helps reduce lead times, etc

Dear Prospective Offerors Cont’ GSA has already determined prices to be fair and reasonable; therefore, purchases made under the GSA MAS program do not require a synopsis of the requirement nor posting on FedBizOpps.gov Although GSA provides benefits to potential buyers for using the GSA MAS program we DO NOT market or promote specific contracts, contractors or their products – PERIOD! - MAS has been determined fair & reasonable pricing already - GSA does not promote any one vendor – everyone is equal

Dear Prospective Offerors Cont’ After award, each vendor is required to market their products/services to federal buyers and other authorized users of the GSA MAS program Since purchasing authority is spread out across federal agencies and other authorized users of GSA MAS contracts, marketing may not be an easy task Accordingly, targeted marketing and relationship building is an important element of success - Vendors still need to market their business

Dear Prospective Offerors Cont’ Attachment B contains several GSA MAS titles, POC and solicitation numbers (others on FedBizOps) Each solicitation contains vital information for each contractor to know should they receive an award The Vendor Support Center (VSC) provides tools and information for assisting contractors to understand and meet their contract requirements; and to market their products/services to government customers To access the VSC website: https://vsc.gsa.gov/ Briefly discuss FBO and the open solicitations VSC

Dear Prospective Offerors Cont’ The VSC website provides three critical offerings: Pathway to Success (under the training button) New Contractor Orientation Website The Steps to Success (under the Publications button) Vendor Support Center is here to assist vendors - Must take all 3 classes, print off certificates once done and scan/add to your application process…

Identify Your Competitors Visit the following websites for information regarding the products/services that are currently available through GSA MAS contracts: GSA MAS e-Library: http://www.gsaelibrary.gsa.gov GSA Advantage: https://www.gsaadvantage.gov Identify potential competitors under the GSA MAS program Identify Your Competitors GSA e-Library GSA Advantage How To…

Quick look at GSA e-Library, what tools are available for you the vendor and how to locate your competitors from this point.

Quick look at GSA Advantage, what tools are available for you the vendor on this site and how to locate your competitors from this site.

Identify Your Competitors Cont’ When reviewing how to compete w/other vendors on GSA MAS look @ the following: Key information as your competitor’s pricing, Delivery time, Warranty terms, Services, and other conditions Think about how you will be prepared to meet or beat such terms...which will make your company more competitive Other factors to think about when looking at your competitors.

Identify Your Competitors Cont’ Other factors that purchasers may consider: Past performance and expertise in providing the products/services that your company seeks Often, purchasers under the GSA MAS program use “Best value” as opposed to lowest price, technically acceptable You should assess your ability to compete for orders under all possible award evaluation criteria - Other factors contracting officers may consider… - Talk about LPTA and Best-Value

Identify Your Competitors Cont’ Use the Schedule Sales Query website at http://ssq.gsa.gov which provides detailed sales information on current GSA MAS contractors Specifically... you can search to see whether your competitors have successfully sold similar products and/or services under the GSA MAS Program Review/analyze the websites to assess competitors environment for products/services you will provide You decide if GSA MAS is right FOR YOU! - Using SSQ to view your competitors.

Located on GSA e-Library

Identify Your Competitors Cont’ TIP: Remember, if your company is awarded a GSA MAS contract, your company must generate at least $25,000 in sales the first 2 years of performance then...at least $25,000 in sales annually thereafter If your company is newly established or has commercial sales <$50K to date, you must recognize the difficulty to meet minimum sales requirement If you decide to make an offer a formal business plan is critical to ensuring your success Already discussed – quick review

Identify Your Competitors Cont’ Finally, how well you perform under the contract is the most critical element of your success!

Yes! I Want to Submit an Offer GSA is always looking for highly qualified firms to increase competition under the GSA MAS program While not all offers receive a GSA MAS contract, the program is open to responsible offerors when the company demonstrates requirements of a solicitation are met, including fair and reasonable pricing Typically, it takes ~120 days or longer for an offer to be clarified, evaluated, and negotiated (keep in mind this varies depending on the type of schedule...) Yes – I am ready. Talk about the FASt Lane which is used for GSA IT-70 contracts, express award process. 30 to 45 days to award an IT-70 contract if the application package is 100% correct and ready to move forward with no issues/errors.

Yes! I Want to Submit an Offer Cont’ A well prepared, documented offer w/competitive pricing will expedite evaluation and award process Offers requiring corrections and clarifications take more time to be evaluated...back in line when rec’d... Suggestions for submitting a complete offer: Complete the free, online course entitled "How to Become a Contractor – GSA MAS Program" at the Center for Acquisition Excellence website at https://cae.gsa.gov Review notes on slide…

Yes! I Want to Submit an Offer Cont’ Suggestions for submitting a complete offer cont’: Read the solicitation. Solicitations are posted online @ https://www.fbo.gov/ as FedBizOpps is for Federal Government procurements >$25K Attend free training by GSA on how to obtain a GSA MAS contract @ http://www.gsa.gov Submit your offer, make sure items you are offering are clearly identified, pricing proposal is clearly stated and explained FBO and the process to move forward.

Yes! I Want to Submit an Offer Cont’ After you submit an offer, the Procuring Contracting Officer (PCO) will verify that you have submitted all of the required information and will use the information to evaluate your offer The PCO will look at numerous areas including: Pricing, Past Performance, Scope (Does the offering fit the scope of the contract?), Financial Capability, Technical Capability, Subcontracting Plan (Applicable to large businesses), Other requirements The Acquisition Center PCO will look at various areas…

Federal Gov’t procurement opportunities >$25K No, I Do Not Want to Submit an Offer Right Now. What Other Options Do I Have for Federal Business? If you decide not to pursue a GSA MAS contract you may participate in other Federal Gov’t Acquisitions Seek other Government contracting opportunities at FedBizOpps.gov, www.fbo.gov Federal Gov’t procurement opportunities >$25K Search, monitor, and retrieve solicitations for products and services issued by all federal agencies No I am not ready. Other options to consider. - FBO options.

No, I Do Not Want to Submit an Offer Right Now No, I Do Not Want to Submit an Offer Right Now. What Other Options Do I Have for Federal Business Cont’? FAR set-aside procurements estimated from $3,500 - $150,000 for small businesses Participate in subcontracting opportunities with companies under contract to the Government Existing schedule contractors are always looking for opportunities to subcontract, especially to: small, small disadvantaged, woman-owned small, and service disabled veteran-owned small businesses Small Business set-aside awards less than $150K threshold. - Large businesses are always looking for small businesses to help them meet their Subcontracting goals.

GSA MAS Program is continually open... No, I Do Not Want to Submit an Offer Right Now. What Other Options Do I Have for Federal Business Cont’? GSA MAS Program is continually open... You may want to evaluate the interest in your products/services and submit an offer at a later date??? GSA open solicitations are always open. - Discuss.

Attachment B: FedBizOps.gov Vendors should review the complete listing below to determine the appropriate GSA Schedule under which their supplies (products) and/or services may be offered, the applicable Solicitation Number, and the Point of Contact for the GSA Schedule Those Schedules accepting offers using e-Offer, a web-based application that allows vendors to prepare and submit their GSA Schedule offers electronically, are noted in the applicable tables to follow... Determine what GSA schedule is right for you. Locate the open solicitation on FBO and submit your application via e-Offer.

Attachment B: FedBizOps.gov Vendors may obtain additional information by clicking on the following links in each table: Schedule Number to view GSA eLibrary (formerly Schedules e-Library) descriptions of the generic supplies and/or services under the Schedule Solicitation Number the online solicitation files Federal Business Opportunities (FedBizOps) Point of Contact to send an email message or call Discuss and show.

Attachment B: FedBizOps.gov Schedule Programs Solicitation Number Point of Contact General Purpose Commercial Information Technology Equipment, Software, and Services  Schedule 70 *Accepts eOffer FCIS-JB-980001-B (703) 605-2700 IT Customer Service it.center@gsa.gov Buildings and Building Materials/Industrial Services and Supplies  Schedule 56 *Accepts eOffer 7FCI-F8-030056-B (817) 574-2482 Haley Naegele haley.naegele@gsa.gov   Food Service, Hospitality, Cleaning Equipment and Supplies, Chemicals, and Services Schedule 73 *Accepts eOffer  7FCM-C4-030073-B Live links to GSA open solicitations via FBO.

Attachment B: FedBizOps.gov Schedule Programs Solicitation Number Point of Contact Total Solutions for Law Enforcement, Security, Facility Management Systems, Fire, Rescue, Special Purpose Clothing, Marine Craft and Emergency/Disaster Response  Schedule 84 *Accepts eOffer  7FCI-L3-030084-B (817) 574-2301 Brenda McCall brenda.mccall@gsa.gov     Temporary Administrative and Professional Staffing Services (TAPS)  Schedule 736 *Accepts eOffer  7FCM-N6-030736-B (817) 574-2388 Frank Wilson frank.wilson@gsa.gov   Scientific Equipment and Services Schedule 66 *Accepts eOffer 7FCB-C4-070066-B Facilities Maintenance and Management  Schedule 03FAC *Accepts eOffer  6FEC-E6- 030292-B (816) 926-6760 HSS Marketing Team hssmarketing@gsa.gov Live links to GSA open solicitations via FBO.

Attachment B: FedBizOps.gov Schedule Programs Solicitation Number Point of Contact Human Resources and EEO Services Schedule 738 X *Accepts eOffer 2FYA-AR-060004-B (212) 264-0868 smartshop@gsa.gov Office Products/Supplies and Services and New Products/Technology (Includes Restroom Products)  Schedule 75 *Accepts eOffer 2FYB-BU-050001-B Photographic Equipment — Cameras, Photographic Printers and Related Supplies and Services (Digital and Film-Based) Schedule 67 *Accepts eOffer 2FYB-BJ-030001-B Publication Media Schedule 76 *Accepts eOffer 2FYA-JD-060001-B Live links to GSA open solicitations via FBO.

Attachment B: FedBizOps.gov Schedule Programs Solicitation Number Point of Contact Professional Audio/Video, Telemetry/Tracking, Recording/Reproducing, and Signal Data Solutions  Schedule 58 I *Accepts eOffer 3FNG-RG-020001-B (215) 446-4887 schedule58i@gsa.gov Shipping, Packaging and Packing Supplies — Bags, Sacks, Cartons, Crates, Packaging and Packing Bulk Material Schedule 81 I B *Accepts eOffer 2FYB-DJ-050008-B (212) 264-0868 smartshop@gsa.gov Furniture  Schedule 71 *Accepts eOffer 3QSA-JB-100001-B (703) 605-9300 schedule71@gsa.gov   Live links to GSA open solicitations via FBO.

Attachment B: FedBizOps.gov Integrated Solicitation Number Point of Contact: Comprehensive Furniture Management Services  Schedule 71 II K *Accepts eOffer 3FNC-B3-003001-B (703) 605-9300 schedule71iik@gsa.gov     Furnishings and Floor Coverings  Schedule 72 *Accepts eOffer 3QSA-LV-100002-B (215) 446-4885 schedule72@gsa.gov The Office, Imaging and Document Solutions—Office Equipment Products and Services, and Document Management Products and Services Schedule 36 *Accepts eOffer 3FNJ-C1-000001-B (215) 446-4886 schedule36@gsa.gov     Sports, Promotional, Outdoor, Recreational, Trophies, and Signs (SPORTS)  Schedule 78 *Accepts eOffer 3FNG-MG-060002-B (215) 446-4899 schedule78@gsa.gov   Live links to GSA open solicitations via FBO.

Attachment B: FedBizOps.gov Schedule Programs Solicitation Point of Contact Automotive Superstore  Schedule 23 V *Accepts eOffer FFAH-C2-990235-B (703) 605-1866 Morgan Phillips Snyder morgan.phillipssnyder@gsa.gov Leasing of Automobiles and Light Trucks  Schedule 751 *Accepts eOffer FFAP-P4-000768-B (703) 605-5580 Janetta Sheinall janetta.sheinall@gsa.gov Transportation, Delivery and Relocation Solutions (TDRS) Schedule 48 *Accepts eOffer FBGT-GG-050001-B (703) 605-2920 Lisa Romano lisa.romano@gsa.gov (703) 605-2891 Ed Kelliher edward.kelliher@gsa.gov Travel Services Solutions Schedule 599 *Accepts eOffer QMAD-CY-090001-B (703) 605-2918 Brenda Samuels brenda.samuels@gsa.gov Live links to GSA open solicitations via FBO.

Attachment B: FedBizOps.gov The shortcut to all GSA schedules is: www.gsa.gov/schedulesolicitations Shortcut to GSA Schedule Solicitations - Review the complete listing to determine the appropriate GSA Schedule number for your product or service.

Helpful Websites: General Services Administration (GSA): http://gsa.gov GSA Schedules: http://www.gsa.gov/portal/category/100611 GSA e-Library: http://www.gsa.gov/portal/content/100020 GSA Events UPCOMING EVENTS AND TRAINING: http://www.gsa.gov/portal/event/getEvents/future/category/22104/hostUri/portal All GSA links are active and current.

Helpful Websites Cont’ For Vendors - Getting on Schedule: http://www.gsa.gov/portal/content/198473 Vendor Support Center: http://www.gsa.gov/portal/content/100018 FedBizOps.gov: https://www.fbo.gov/ GSA website for SB Training/Business Ops/Tools and Resources: http://www.gsa.gov/portal/content/105221 All GSA links are active and current.

Helpful Websites Cont” Marketing to the Federal Government: http://www.gsa.gov/portal/content/104176 ....and many more on GSA.GOV URL is current.

Questions??? So how did we do? We hope we: We have appreciated being with you all today and have some extra time available for questions. So how did we do? We hope we: - refreshed your general knowledge of the MAS program emphasized the importance of excellent “market research” and demonstrated the market research power of GSA’s eTools!!! Thank you for your time, attention and thoughtful questions.

Todd D. Cook Region 4 Customer Service Director (CSD) Customer Accounts & Research Division (CAR) Office: (850) 283-8615 Cell: (850) 890-1088 todd.cook@gsa.gov